The following guest sits down with host Justin White:

•   Randy Thompson – Broker-owner, 21st Century Lending


Pursuing and Building Relationships With as Many Real Estate Agents as Possible to Earn Business

With over three decades in lending and real estate, Randy Thompson’s advice to loan originators is clear: Get in front of as many agents as possible and then do everything you can to impress them. How can mortgage brokers grow and build strong relationships with real estate agents? Listen to Episode #50 of Good. Better. Broker. as we hear what it takes to become the go-to lender for real estate professionals in your market.

In this episode of the Good. Better. Broker. podcast, you’ll hear how to break in with new real estate agents and have them keep sending you business.


In this episode, we discuss ...

•   1:49 – Randy on real estate agents’ view of mortgage brokers as lending options
•   2:35 – Why LOs need to work with as many agents as they can
•   3:31 – Why LOs need to dedicate the majority of their time getting in front of agents
•   4:44 – The importance of transparency with the real estate agent
•   5:27 – Randy on why LOs need to be with agents and always available for them
•   7:36 – How to prepare for success in a first meeting with a real estate agent
•   9:35 – Randy on the importance of knowing an agent’s demographic
•   10:43 – How LOs should handle loan-level issues with real estate agents
•   13:29 – How handling issues helps real estate agents grow their business
•   14:07 – Randy on why relationships are one of his company’s core values
•   14:58 – Randy’s advice for LOs on building relationships with real estate agents


Resources Mentioned in This Episode:

Mike Ferry Coaching


Show Contributor:

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Justin White is UWM’s in-house brand journalist and the host of the daily news video, Inside Pass. He creates engaging content across multiple platforms to promote the benefits of the wholesale channel and partnering with UWM. A seven-time Emmy-award winner, Justin is a graduate of the S.I. Newhouse School of Public Communications at Syracuse University.

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